CRM Lead-to-Revenue Marketing Automation lead-to-revenue My team and I write lots of content for our B2B clients. We also keep our own content stream flowing […].

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GREAT B2B MARKETING

MAY 11, 2015

[Leads] Does Your B2B Sales Model Need an Overhaul or a Tune-up?

B2B Sales Lead-to-Revenue Sales Model lead-to-revenueWhen designing a new, or optimizing an existing, sales model, you will be faced with some tough but extremely important […]. The post Does Your B2B Sales Model Need an Overhaul or a Tune-up? appeared first on Great B2B Marketing.

My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key […]. The post Criteria of Efficient B2B Lead Generation Processes appeared first on Great B2B Marketing. B2B LeadsLead Generation Lead-to-Revenue lead-to-revenue

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GREAT B2B MARKETING

JANUARY 6, 2015

[Leads] B2B Sales and Marketing Trends for 2015

We see many B2B companies adopting an end-to-end marketing and sales framework that: Attributes new revenue to specific lead sources. Tracks conversion rates at every step in the process, including response to marketing qualified leads (MQL), MQL to sales accepted leads (SAL), sales accepted leads to opportunities and opportunities to closed deals.

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GREAT B2B MARKETING

SEPTEMBER 3, 2013

[Leads] Fast Lead Response Keeps B2B Leads from Going Stale

Last month, I spoke about lead metrics and ROI at the B2B Leads Conference in New York. Several smart speakers brought up the issue of why the time to respond to inbound leads is a key success metric. Most had case studies or industry data to support their claim that lead response time is a key B2B leads metric. B2B LeadsLead Response Sales Development

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GREAT B2B MARKETING

FEBRUARY 28, 2014

[Leads] B2B Marketing: Know the Trends, Pick the Right Strategy

In working with leading global B2B companies, our Fusion Marketing team is extremely familiar with the cost/benefits of various lead generation programs. The marketer’s challenge is to combine the right mix of programs to build market awareness and fill the sales funnel each month at a low blended cost per lead. B2B Lead Generation Trends – Changes in Priorities.

When I published my recent book, The Essential Guide to Building Your Lead-to-Revenue (L2R) Machine™, I chose brand strategy as […]. The post Why a Powerful Brand Strategy is Crucial to Your Lead-to-Revenue Plan appeared first on Great B2B Marketing. B2B Brand Brand Promise Branding Lead-to-Revenue lead-to-revenue
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The website is awful and our leads our worthless. Ideally, you have a sales level agreement (SLA) that specifies what your department is expected to directly produce in terms of awareness, inquiries (raw leads) and qualified leads – and also how you will influence metrics like the number of qualified leads, opportunities and even revenue. The sales VP says, “We need 150 qualified leads a month to hit our numbers.” We’ll get your 150 qualified leads per month.” The transition to a new year can be a perilous time for B2B marketing organizations.
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Rather, write the amount of text necessary to get the lead (generally not too much) or the order (generally much more). Every few months I get the urge to focus my blog post on the subject of copywriting – specifically, how to write B2B copy that achieve the intended results. I do this not only to help the readers of my blog, but also because I need the useful reminders myself on how to communicate in the most effective manner. Assume everyone is as busy as you and get to the point quickly. Write to be understood, not to impress. Don’t show off your Ph.D. How can we avoid this?
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By marketing machine, I mean a systematized process for creating awareness, generating B2B leads, qualifying prospects, and converting them into sales opportunities. This database will be a great source of future leads and revenue. Launch lead generation campaigns. One of the most important “blocking and tackling” mindsets is being relentless about new lead generation efforts. B2B B2B Leads B2B Marketing Lead Generation Marketing Machine I talk often about the importance of creating a “marketing machine”. Build the database. Deliver quality content.
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